Index
A
Achievement, value,
70
,
71
,
157–160
,
193
Adversarial trap,
34–37
,
38
Agreement:
diagnostic,
97–98
value,
70–71
,
197
Assessment instruments,
170–172
Assumption, value,
69
,
70
,
197
Assumption trap,
25–31
,
37–38
Assumptive questions,
58
,
110–111
A to Z questions,
58
,
107–108
The topics covered herein concern solution sales, consultative sales, and consultative selling.
